——— 3 ———

Key Ingredients to a Successful Career

No one can give you an iron-clad, money-back guarantee that once you land your first job, you’re going to make it big in this business. But laid out in this chapter are the elements that will give you your best shot at it. Most of what’s listed below will be covered more extensively throughout the rest of the book, but here are the key ingredients in a nutshell:

#1: Passion! Passion! and More Passion!

Passion excites, it attracts and it sells. It’s contagious, inspirational and motivational. It’s the single most important ingredient to propelling your career. It’s the enthusiasm that makes the difference between a terrific interview and a mediocre one. It’s the catalyst that often makes the difference between selling a project or not. It’s the irresistible characteristic that differentiates you from your competitors. It’s the magnet that pulls others toward you. It’s the motivation needed to keep you in the game. And it’s the driving force that keeps you going when the going gets tough. No matter what book you pick up on this topic, what seminar or course you take, what speaker you’re listening to—everyone agrees: nothing launches nor propels a career (in any business) as powerfully as does passion.

#2: Being Prepared

It’s been my experience that unless born into the industry, few people are truly prepared for the “reel” world, whether they’ve been to film school or not. It’s not like film school, and it’s certainly not like any other business or job you’ve ever had. Newcomers are transported to another planet where the words “no” or “I can’t” are never an option, extreme behavior is accepted, creativity and politics are equally valued, people work and talk at break-neck speeds, you work just as hard on the projects that aren’t successful as you do on those that are, where anything is possible and the unimaginable happens every day.

Upon landing your first job, no matter what you’ve heard it’s going to be like or what your expectations, it will most likely be different from anything you expect. It’s so hard to prepare someone for the mixed bag they’re about to encounter: the best, the worst, the competition, the vast variety of personalities and temperaments, the politics, the magical moments. It can be confusing and overwhelming at first, unless you know what you’re walking into ahead of time. The better prepared you are, the shorter your learning curve, the more of an advantage you’ll have over your competition, the more confident you’ll be, the faster you’ll be able to jump right in and the more you’ll impress those around you.

How do you get prepared? Well, you’re reading this book, and that’s a great first step. Read as much as you can, and sign up for reputable seminars and workshops that relate to what you want to be doing. Join networking organizations and (if you’re a college grad) alumni groups and talk to people who are already in the biz. Volunteer to work for free or sign up for internships through your school to gain some practical experience. Observe, ask questions and be a sponge—soak up as much info as you can.

#3: It’s Who You Know and Who Knows You

Some will tell you that the only way to make it in such a competitive industry is to have the right connections, whether it be a relative, a friend or a friend of a relative. You’ll hear plenty of stories about the guy who got his job because his brother-in-law is a bigwig agent, a producer who was able to package her project because her best friend is the personal chef of an A-list actor, an actor who got a part because his neighbor was the director or the PA who got his job because he’s the production manager’s dentist’s son. Understandably so, industry professionals help their family and friends get into the business all the time (I did it for my sister when she wanted to give it a try). It’s such a tough line of work to break into, any help you can get is beneficial. And while there’s no doubt whatsoever that personal connections are like gold, once in, the politically connected are more often than not required to carry their own weight just like everyone else. Many will, in fact, work twice as hard to earn the respect of their co-workers and to prove they’re not prima donnas.

There’s no doubt, however, that you can make it without someone pulling strings for you. If you put yourself out there, are good at meeting people, make a lasting impression and use new contacts to form further contacts, you’ll soon be creating your own solid connections. It’s not going to be as easy as having Uncle Charlie pick up the phone and arrange a job for you, but it’s done every day.

Okay. I’m sure you’ve heard the expression “it’s who you know” a million times. And it’s true. You can never know enough people in this industry. Those in positions of hiring want to work with their friends and the people they like: individuals who are not only creative, talented and hardworking, but also fun and pleasant to be around. If they don’t know anyone to fill a specific position, they’ll ask their colleagues and friends for suggestions. It stands to reason then that the larger your network, the better your chances of landing at least meetings and interviews, if not jobs.

But knowing a whole lot of people isn’t quite the be-all and endall it’s cracked up to be. In fact, it’s only half the battle. Making sure a whole lot of people know you is the other half. Whether it’s by helping others, providing useful information (see I’m A Friend of Marc’s And Jeff’s in Chapter 12) or creating a memorable logo, business card, website and/or demo reel for yourself, getting your name out there, being well liked and being remembered is the other part of this game.

#4: It’s Also What You Know about the Industry

If this business is going to be your life’s work, then learn as much about it as you can. You should be reading the trade papers (Daily Variety and The Hollywood Reporter) and other industry publications and websites whenever possible. Know who’s who, who’s popular, who just started his own production company, what types of movies are currently the rage, who are the newest up-and-coming actors on the scene, what television shows are getting the best ratings. Know the vocabulary, who the power players are and what the latest trends are. If someone should ask you what your favorite movie is, who your favorite director is, your favorite actor, composer or cinematographer—have an answer and know why. Have an opinion. And see as many current releases as you can, whether they’re your favorite genres or not.

Learn about the industry from the inside and from its history. Access the American Film Institute’s 100 Years–100 Best Films list (online at www.afi.com), and watch some of those great old classics. Read books like William Goldman’s Adventures in the Screen Trade (Simon & Schuster), Steven Bach’s Final Cut (William Morrow & Co.), Sidney Lumet’s Making Movies (Alfred A. Knopf), David McClintick’s Indecent Exposure (William Morrow & Co.) and Garson Kanin’s novel, Moviola (Simon & Schuster), which will give you a glimpse into early Hollywood. Read the autobiographies and biographies of legendary directors, like Frank Capra’s The Name Above The Title (Macmillan Company) and other such books on D. W. Griffith, Cecil B. DeMille, John Ford, Alfred Hitchcock, Howard Hawks, William Wyler, George Stevens, Orson Welles, John Huston and Billy Wilder. There are several books available on the pioneer moguls Jesse Laskey, Mack Sennet, Hal Roach, Carl Laemmle, Jack Warner, Samuel Goldwyn, Louis B. Mayer, Walt Disney and Harry Cohn. There are also some fabulous biographies on acting screen legends such as Douglas Fairbanks, Mary Pickford, Charlie Chaplin, Errol Flynn, Clark Gable, Tyrone Power, Gary Cooper, Bette Davis, Katharine Hepburn, Henry Fonda and David Niven; and books on the “making of” classic films such as Gone With The Wind, Citizen Kane, Casablanca and The African Queen always make for fascinating reading.

Having passion is great, but a keen knowledge of the business combined with passion is unbeatable. Talk about magnetic!

#5: Understanding the Power of Networking

Networking and schmoozing are not dirty words, nor do they represent a practice reserved exclusively for slick, self-serving, disingenuous hustlers looking to further their own careers and ready to mow down anyone who gets in their way. Networking is part of the way we (all of us) do business, and when done the right way, it’s an extraordinarily essential element to any successful career.

It’s scary at first, especially if it’s not something you’re used to doing, but the more you do it, the easier it’ll get. This is not a profession for the shy and timid; you’ve got to get yourself out there. Start by making friends and staying in touch with the people you’re going to school with and working with. Stay in touch with your teachers and supervisors. If you live in a major film center like Los Angeles or New York, take advantage of the innumerable opportunities available to you: networking functions, entertainment-related organizations, seminars, classes, workshops, theatre groups and industry-supported charities. If you live in a smaller community, check with your local film commission office to see what’s available in your area. If it’s not much, start your own networking group or film club. No matter where you live or how large or small the gathering, it’s important to spend time with people who have the same interests, some of the same goals and are going through (or have gone through) the experiences you’re living. Help each other, pool your resources and share information. Networking is more about giving and sharing than it is about taking. If you get into it for the sole purpose of what you can get from other people, it won’t work. Be there to help and support others, and others will be there to help and support you, usually without you ever having to ask. Networking is the life blood of the business. And it’s a key capable of unlocking many doors if done willingly and with an open heart.

#6: Having a Plan, and Committing to Your Success

If someone should ask you what you want to do in this industry and your answer resembles something like, “Well, I’m really not sure yet. I was kind of thinking of being a writer. But then again, I enjoy performing . . . and editing, too,” or, “I think I’d like to be versatile and do a lot of different things, maybe be a location manager, a script supervisor and an assistant cameraman,” well sorry—that’s not going to cut it. Not knowing exactly what your goal is or being wishy-washy about it will get you nowhere, and no one will take you seriously. Knowing what you want, why you’d be good at it and how you’re going to achieve your goal will impress the socks off anyone who asks. It shows passion and determination for something you love, and it’s an impressive quality to possess. You can change your mind tomorrow, but when asked today what it is you want to do with your career, have a definite answer and be enthusiastic about it. Oh, and while you’re erasing “I don’t know” from your vocabulary, also avoid sentences like, “I want to be a . . . ” Instead, use “I’m going to be a. . . ” Turn all those wishful statements into declarations. It’s much more powerful.

Deciding which direction to take should never be based solely on what sounds like fun. It also involves honestly assessing what you’re good at, your temperament and the lifestyle you’re up for. You should be researching exactly what each position entails, how difficult each might be to break into and in the long run, how secure (or not) each might be. It also takes talking to people who do what you think you might want to do and gathering some firsthand perspective and insight. Once you know what it is you want, the next step is figuring out which path you need to take to get there. Set goals for yourself, write them down and tack them up somewhere where you can see them every day. A constant reminder of where you’re going and how you’re going to get there will help keep you on track. Also remember that life will not go according to plan if you have no plan.

#7: Standing Out Among the Crowd

If you don’t stand out, you’ll get lost in the crowd. With all the thousands and thousands of people vying for the same positions, you have to figure out what it is that makes you special, and then capitalize on it. Why should someone choose to help or hire you instead of one of the others standing in the same long line waiting to get their feet in the same door? Perhaps you have a distinguished background and can offer much needed experience; you’re fabulous at pitching and selling; you’re brilliant at making movies on a shoestring budget that look like they cost millions more; you’re a great writer, a creative genius, an inspired actor or musician, a whiz in the office; you’re more organized, a crackerjack deal maker, better at dealing with difficult people, will work harder, care more, will work for free or will be more fun to have around. If you don’t know what it is that makes you unique, ask friends and family members, because sometimes they can see things in you that you might not be able to see yourself. If you still can’t figure out what it is that sets you apart, develop a specialty or find a need you can make the most of. Whatever it is, find something that will allow you to stand out and be more than just another wannabe standing in line waiting to get in.

Your passion, abilities, accomplishments, goals and whatever it is that makes you special are all elements that should be woven into your personal pitch and used to distinguish yourself from everyone else. This is a selling tool you can’t afford not to use.

#8: Donning a Teflon Coat

Unless you are very lucky, you will undoubtedly encounter your share of shark-like creatures, disappointment and rejection upon entering Tinseltown. Unfortunately, there is no inoculation you can take that will keep you immune from the worst aspects of the industry. So you have to find some way of developing a thick skin, like imagining yourself draped in a coat made of Teflon that repels all the bad stuff and keeps it from sticking. The purpose of the coat is to protect your self-esteem, motivation and passion, and to keep you from taking anything too personally, from getting depressed and discouraged and from giving up on your dreams. Don’t let the sharks get the best of you, and learn to let the negativity, the frustration and the fear of failure go. If you don’t get the job or the role or the show or the client you wanted, there will be other opportunities. If someone you’re working for is abusive, you learn to deal with it, or leave the job—but not the business. If you can’t seem to catch a break, hang in there—it’ll come. You can’t take “no” for an answer, and you can’t let someone else’s bad behavior rule your life or your decisions. This isn’t a business for sissies, and you’ve got to be committed to keeping that coat on in all types of weather, because as bitter and gray as it can get, the sun will eventually come out.

#9: Perfecting Your Craft

No matter how much you know and how talented you are, never stop learning. Technological advances are changing aspects of our industry every day. Trends change, procedures change—there’s always more to learn. Staying on top of the curve will keep you sharp, in the game and in demand.

There are always classes and seminars to take (several of which are available online or on CD and DVD) and new books are continually coming out. If you belong to a union or guild, they often offer seminars for their members. You can also access a lot of good information from the Internet. Don’t get in a rut. Keep expanding your horizons.

#10: Having Good Interview Skills

We’re sort of back to standing out among the crowd here. If an employer interviews ten different people for the same job in one day, a week later, she’s going to be hard pressed to remember one from another, unless one of them really stood out in her mind. You want to be that one person. The ability to do well on interviews is a skill that will serve you well no matter what stage of your career you’re in, no matter what business.

It starts with doing your homework and finding out as much as you can about the people you’ll be meeting and their companies. What are their backgrounds? What type of projects have they been associated with? What is the company known for? What have they been successful with? Knowing about the person you’re meeting will, first, illustrate your desire for the job, and second, it says you’re the type of person who will put in the extra effort without being asked.

You want to walk into an interview well prepared. Not only should you come armed with the research you’ve gathered, but also with your personal pitch down pat and also some well thought out questions. As you’ll see in Chapter 10, I’m a firm believer in there being certain protocols to a successful meeting. Of course, none of it is carved in stone and much will depend on the interview style of the person you’ll be meeting and the time allotted; but the more prepared you are, the better.

More than anything, this is a chance for you to let the person you’re meeting see and feel your passion and get to know you on a personal level, no matter what your experience level is. It’s an opportunity for you to shine and to differentiate yourself from the nine other people who were met with that day. It’s your opportunity to convey that you have the right attitude and are willing to go the distance. If you’re engaging, can convey a sense of who you are and what you’re all about; if you’re the type of person your interviewer would like to have lunch with or have around the office or set, you’ll have made a connection (and possibly even an advocate), whether you get this particular job or not. If you walk into a meeting without having done your homework, without much to say, without a way to let this person know how special you are, you run the risk of being forgettable.

A terrific interview can often tip the scales when a decision has to be made between someone with more experience and a subdued personality vs. someone with less experience who’s brimming over with passion and determination.

#11: Being Able to Ask for What You Want

Since few of us have ESP, it helps if you can be specific about what you need help with. My entire job search approach improved once I learned how to ask friends, contacts and previous employers to help me get meetings with individuals I didn’t yet know (people they knew), so I could personally introduce myself and make new connections. Until I was urged to be more explicit when asking for help, I would have been too uncomfortable taking what I thought was such a forward approach.

A busy industry professional isn’t going to seek you out to come spend 20 minutes with him in his office so he can give you his best advice. But if you ask for the meeting, there’s a good chance you’ll get it. Similarly, I don’t know many people who would take the trouble to seek out someone who needs a mentor, but if you were to come right out and ask, he might very well say “yes.” If you have a script or a client you want to sell, a project you want to present to an actor, a demo reel you want to submit, a director you want to meet—pick up that phone and ask. You can never assume that your request will be turned down and can never be intimidated by the fear of rejection. Sure you’ll face rejection, we all do, but not always. You can’t take it personally, and you can’t let it stop you. It’s worth taking the risk and asking for what you want, because eventually you’ll get your “yes.”

#12: A Winning Attitude

Someone with a winning attitude knows how to say “No problem!,” moves with a sense of urgency and a “can do” spirit, doesn’t whine or complain, treats others with respect, checks his ego at the door, is accessible, reliable, a team player and is always willing to help out. He gives more than what’s expected and is a pleasure to have around. These are characteristics that should become ingrained in your personality and never abandoned no matter how high up the ladder you reach. It’s one more element that will elevate you above your competition, and it’s the stuff good reputations are built on.

#13: A Willingness and an Ability to Play the Game

A few summers ago, I started my new USC course with the same lecture I always give during the first class. It included the best and the worst aspects of the business, misconceptions most students have before beginning their careers and what they’re realistically getting themselves into. The next day I received an e-mail from one of the students informing me that she was dropping out of the class. After that one lecture, she had decided to cut her losses, because she didn’t think she had what it takes to make it. I was sorry to have lost a student, but felt good at having done my job and for having potentially saved her from years of struggling in an industry she wasn’t well suited for. What a waste of your time to go through film school or work a year or two (or five) in this business only to discover it’s not for you. You may reach that decision anyway, at any point; so if you’re going to go for it, have a pretty good idea what you’re getting yourself into before you start your journey. If you’re not sure, then it’s time to do more research, get some insight from people who have been in the business for a long time and seriously evaluate your decision. It could save you years that would be better spent in pursuit of a career that’s more fitting to your personality and needs.

Be honest. How important to you is a steady paycheck? Are you outgoing enough and if not, do you think can you learn to be more outgoing? Are you too sensitive to work around intense personalities and situations? Can you deal with the competition and find a way to stand out among the crowd? Are you up for constantly having to sell and prove yourself? How will this career affect your desire for a family and a family life? Do you have what it takes to go the extra distance? This is one game you don’t want to get into unless you’re fairly certain you can win, and you really, really have to be up for it and thoroughly understand the potential risks as well as the rewards.

#14: Being Well Liked and Having a Good Reputation

It doesn’t quite seem fair that while most of us endeavor to be hard-working, polite, tolerant, honorable, reliable and pleasant, others are allowed to exhibit the worst behavior imaginable. But unfortunately, that’s the way the show biz cookie crumbles. If you have a proven track record of successes, a creative brilliance that’s always in demand, a certain status or the ability to generate mega bucks or mega ratings, you pretty much get a free pass when it comes to conduct. I’m not suggesting that all power players are nasty, sleazy, back-stabbing, abusive, ego-driven, intimidating game-players. In fact, some are the best people you’ll ever meet. I just want to point out that it’s okay for some to act that way should they choose to while it’s not okay for others. For most of us, to get ahead, we need to be well liked and have a fairly good reputation. And just so you know (if this makes you feel any better), should “they” ever start slipping from on high, their inappropriate behavior will no longer be tolerated either.

Forgive the redundancy, but all these elements are interrelated, and those who are the most well liked and have the best reputations are generally those who stand out among the crowd, possess a great deal of passion and have adopted a winning attitude. It’s also about earning the respect of others by doing a good job, no matter what your job is; by being a team player; by helping others without expecting favors in return; and by being able to work with all types of personalities under all sorts of circumstances.

No one’s got the patience for bad attitudes and bad manners or wants to work with or deal with anyone who’s high maintenance unless they absolutely have no other choice. So the easier you are to work with, the more pleasant you are to have around and the better you are at your job, the more in demand you will be.

#15: A Game Plan for Getting Through the Rough Times

You’re bound to have setbacks, disappointments and times in between jobs when you’ll wonder if you’re ever going to work again. And there will be occasions when your self-confidence, commitment and bank balance will all be wobbling at the same time. But if you have your emergency preparedness kit in place and ready for deployment at a moment’s notice, you’ll be back up and running in no time. Surviving the tough times involves that Teflon coat I mentioned earlier. It’s also having a Plan B to fall back on, reversing the doubts and negative thoughts that run through your mind, developing some new positive mantras, learning how to quickly get past the disappointment and depression and being able to slightly change your course when facing a brick wall. Your survival will be a result of being persistent but realistic, having the courage to do what’s uncomfortable and avoiding all comparisons to others (because there will always be someone who gets a better deal, a better job or a better opportunity; and you can’t fight a stacked deck). And last but not least, a healthy sense of humor will see you through almost any challenge, big or small.

#16: Remembering the Five “Ps”

It’s all about being:

• Pleasant: Letting your affable personality open doors for you.
• Patient: The tolerance needed to get you over the rough spots and through the journey.
• Positive: A winning attitude, and a conviction that you’re going to make it.
• Passionate: The motivating force you never want to lose.
• Persistent: Refusing to take “no” for an answer, and refusing to give up.